A supplier offer modification approach based on fuzzy systems for automated negotiation in e-commerce

Shojaiemehr, Bahador; Rafsanjani, Marjan Kuchaki

doi:10.1007/s10796-016-9688-0

Cited by 17 publications

(9 citation statements)

References 18 publications

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“…In B2B marketing, intelligent agents provide necessary support in transaction negotiation (Hossain et al , 2010; Rau et al , 2009; Shojaiemehr and Rafsanjani, 2018), in which they attempt to reach an agreement with a buyer autonomously and efficiently, overcoming obstacles caused by cultural differences or emotional factors in traditional negotiations. Meanwhile, by simultaneously monitoring multiple auctions and bidding, intelligent agents improve an organization’s ability to participate in B2B transactions (Bandyopadhyay et al , 2008).…”

Section: Resultsmentioning

confidence: 99%

Artificial intelligence adoption in business-to-business marketing: toward a conceptual framework

Chen

Jiang

Jia

et al. 2021

JBIM

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Purpose The purpose of this study is to develop a synthesized conceptual framework for artificial intelligence (AI) adoption in the field of business-to-business (B2B) marketing. Design/methodology/approach A conceptual development approach has been adopted, based on a content analysis of 59 papers in peer-reviewed academic journals, to identify drivers, barriers, practices and consequences of AI adoption in B2B marketing. Based on these analyses and findings, a conceptual model is developed. Findings This paper identifies the following two key drivers of AI adoption: the shortcomings of current marketing activities and the external pressure imposed by informatization. Seven outcomes are identified, namely, efficiency improvements, accuracy improvements, better decision-making, customer relationship improvements, sales increases, cost reductions and risk reductions. Based on information processing theory and organizational learning theory (OLT), an integrated conceptual framework is developed to explain the relationship between each construct of AI adoption in B2B marketing. Originality/value This study is the first conceptual paper that synthesizes drivers, barriers and outcomes of AI adoption in B2B marketing. The conceptual model derived from the combination of information processing theory and OLT provides a comprehensive framework for future work and opens avenues of research on this topic. This paper contributes to both AI literature and B2B literature.

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Section: Resultsmentioning

confidence: 99%

Artificial intelligence adoption in business-to-business marketing: toward a conceptual framework

Chen

Jiang

Jia

et al. 2021

JBIM

View full text Add to dashboard Cite

show abstract

“…Secondly, it seems obvious that a positive attitude of teachers towards the use of ITC [32] as well as previous training for students in its use [33] should result in an increase in positive perceptions of it as an educational method [25][26][27][28][29][30][31][32][33][34]35]. We agree with [36], who identified a positive relationship between digital skills, attitude towards ITC and the virtual learning environment, which is why many educational establishments and universities are already integrating digital skill development into their teaching plans [37].…”

Section: Discussionmentioning

confidence: 99%

“…identification of the aggregated preferences, and through a process of symbolic translation based on the interval [-0.5-0.5) [29], the closeness to the left or right (Fig 5). Once the 2-tuples of all of the alternative structures were identified, the one which represented the best aggregate preference was chosen, in this case structure two.…”

Section: Plos Onementioning

confidence: 99%

Evaluation of educational quality performance on virtual campuses using fuzzy inference systems

et al. 2020

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The general objective of this study is to analyze student satisfaction with the use of virtual campuses in university teaching in order to discover the main variables influencing the overall online teaching-learning process that give quality to the virtual educational process. To this end, an ex-post-facto research methodology was applied to 1084 university students, who completed an ad hoc designed questionnaire, which allowed us to carry out descriptive analysis, classification trees and fuzzy inference systems using SPSS and Matlab software. The results suggest that four variables predominantly influence the quality of the teachinglearning processes in virtual campuses: satisfactory teacher responses to student questions and observations, the positive attitude of teachers towards the use of information and communication technologies, students having appropriate digital skills, and activities that encourage ideas and debate.

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“…Most studies consider either a single quantitative [22] issue or multiple quantitative issues [23]. A fewer studies consider negotiations over quantitative and qualitative issues at once [23,24]. In [24,25], a non-biased mediator is proposed to manage the negotiation process.…”

Section: Related Workmentioning

confidence: 99%

An Effective Negotiation Strategy for Quantitative and Qualitative Issues in Multi-Agent Systems

et al. 2022

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Automated negotiation is an efficient approach for interaction in multi-agent systems in which agents exchange offers and counteroffers to conclude an agreement. This paper addresses the problem of offer formulation during the interaction between buyer and seller software agents for the purpose of reaching an agreement over quantitative and qualitative issues at once. In order to improve the outcome of the negotiation process, a hybrid negotiation method is presented and verified. Offer formulation is based on fuzzy similarity and preference-based methods. The preference-based mechanism is used for quantitative issues, while the fuzzy similarity technique is used for qualitative issues. The preference-based mechanism takes into account the preferences of the opponent when generating offers; the agent makes greater concessions on the issues which the opponent prefers more. The fuzzy-similarity method formulates an offer that considers offering a deal that is more similar to the one received by the opponent during the last round of negotiation. The experiments consists of two parts. The first part compares the hybrid strategy with the basic one. The findings reveal that the hybrid strategy is better in all performance measures, namely, utility rate, agreement rate, and Nash product rate. The second part of the experimental work compares four mechanisms of offer generating mechanisms: basic, preference-based, fuzzy similarity, and hybrid. The results show that the hybrid negotiation strategy performs equal or better that other negotiation strategies. More details can be found in the paper.

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A supplier offer modification approach based on fuzzy systems for automated negotiation in e-commerce

Cited by 17 publications

References 18 publications

Artificial intelligence adoption in business-to-business marketing: toward a conceptual framework

Artificial intelligence adoption in business-to-business marketing: toward a conceptual framework

Evaluation of educational quality performance on virtual campuses using fuzzy inference systems

An Effective Negotiation Strategy for Quantitative and Qualitative Issues in Multi-Agent Systems

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